Job Description
Job DescriptionPosition Summary
This player-coach Sales Manager leads Lanner's East Hub commercial team while personally driving enterprise hardware sales across the region. The role combines direct quota responsibility for strategic accounts with leadership of the East Hub sellers, including pipeline management, forecasting, coaching, and team development. Target customers span enterprise and industrial verticals where Lanner's edge AI platforms, GPU-accelerated edge servers, and ruggedized network appliances solve mission-critical workloads.
Duties & ResponsibilitiesTeam Leadership & Hub Management
- Lead, coach, and develop the East Hub sales team, including direct sellers, inside sales, and supporting roles assigned to the region.
- Own East Hub revenue targets, quarterly forecasting, and pipeline accuracy in Zoho CRM.
- Run the operating cadence for the hub: weekly pipeline reviews, monthly forecast calls, quarterly business reviews.
- Set quotas, territories, and account assignments in partnership with sales leadership.
- Recruit, onboard, and ramp new sellers; manage performance and address gaps directly.
- Partner with Channel, Marketing, and Field Engineering leaders to ensure the hub gets the support it needs.
Direct Sales Execution
- Carry a personal quota against named strategic accounts within the East Hub.
- Develop and close multi-million-dollar deals with enterprise customers and large industrial accounts.
- Build executive relationships with CIOs, CTOs, VPs of Engineering, infrastructure architects, and procurement leaders.
- Navigate complex, multi-stakeholder sales cycles with competing technical and commercial requirements.
- Position Lanner's edge AI platforms, GPU-accelerated servers, and network appliances for workloads including AI inference, real-time analytics, video intelligence, cybersecurity, and industrial automation.
- Expand accounts from proof-of-concept engagements to large-scale, multi-site deployments.
Cross-Functional & Ecosystem Collaboration
- Collaborate with ecosystem partners including Nvidia, Intel, and the broader ISV and SI community to drive co-selling and joint pursuits.
- Work with Product Management, Solution Architects, and Field Application Engineers to deliver tailored solutions to enterprise customers.
- Provide structured market feedback to Product and Marketing to influence roadmap and positioning.
- Represent Lanner at industry events, trade shows, and executive briefings within the region.
Operational Discipline
- Maintain accurate records of activities, opportunities, and forecast in the company's CRM.
- Ensure team adherence to deal registration, pricing, and approval processes.
- Deliver clean, defensible forecasts and proactively flag risk to leadership.
Requirements
- Proven track record selling complex hardware or infrastructure solutions to enterprise customers, with demonstrated success closing multi-million-dollar deals.
- Prior people management experience leading a sales team or pod, with results in coaching, forecasting, and team development.
- Strong consultative selling skills: uncovering business challenges and aligning technical solutions to business outcomes.
- Ability to orchestrate technical, executive, and partner resources across long, multi-stakeholder sales cycles.
- Comfortable with emerging technologies (edge AI, GPU compute, network infrastructure) and translating innovation into business value for both technical and business buyers.
- Existing relationships across the enterprise infrastructure ecosystem preferred.
- Self-motivated, organized, and detail-oriented; able to manage personal quota and team performance simultaneously.
- Proficient with Microsoft Office Suite and CRM systems (Zoho, Salesforce, or equivalent).
Education & Experience
- Bachelor's degree required.
- Minimum 7+ years of enterprise solution sales experience, including at least 2 years in a sales leadership or player-coach capacity.
- Must be able to travel domestically (and occasionally internationally) for customer visits, partner events, and industry conferences.
- Requires a mix of remote work and in-region customer presence; East Hub geographic base required.